1. Given the dramatic changes affecting the modern sales force, why do you think some people argue the sales force is becoming obsolete? Alternatively, why might it be argued that the sales force is more important than ever?
2. Do a "new 5 forces” analysis for the organization you work in or one that you are very familiar with. List ways in which the forces apply to this organization, and how they represent either opportunities or threats.
3. What is job evaluation? Explain the differences between the major job evaluation systems, noting the advantages and disadvantages of each.